BEYOND PRODUCT AND PRICE Ideas Worth Sharing: BEYOND PRODUCT AND PRICE

Objectives Directors to obtain solutions to meet their core needs. Manufacturers to obtain more business on value.

Journey Ideas Worth Sharing Event Quick Start Guide Workshop alliancedirectornetwork.com

Value Add Product “features” and unique “add-on services”... ...that meet the core needs of the director.

Core Needs Core Needs are the directors’ top priorities to maximize participation and nutrition: “Communication to Elevate Brand” “Culinary Strategies” – ”Speed Scratch Strategies” “Staff”

#1: Exploratory Call Questions to secure information on the specific needs of the district in order to customize the products, messaging, and services presented.

#2: Core Needs Ideal State: Directors present a document to the broker with a list of “Core Needs”.

Profile of Value Added Services Relevant K-12 products contain features that meet a core need. Manufacturers have services “on the shelf” that meet core needs.

Examples Land O’Lakes quality – Elevate brand status Cargill Independent Farms – Elevate brand status GMI Parfait Pro Staff Training - Staff SFS Pack Heinz Seeds Tomato seed packets for greenhouse managed by science class Woven into curriculum Elevate brand – support education, quality products High Liner Foods Culinary Event – Elevate brand status

Specific Examples Content from in-house culinary team on product’s nutrition credentials/ingredient deck: Independent Farmers, minimally processed, no anti-biotic, no preservatives, special nutrients, “green packaging”, fresh. Format: PowerPoint, talking points for staff, web site graphic, e-mail for education stakeholders, social media, any text/graphics for customization, video.

Procurement While every district is unique, the RFP may be the most effective bid format. “For bids, low price is the determining factor” RFP provides more flexibility to the director.

RFP To start, reach out to your district’s purchasing department. “You must have a good working relationship and mutual respect between Purchasing and FNS. You need to get to know each other, trust each other, and maintain open and honest lines of communication.”

Points System Establish a point system for services based on your selection criteria.

Bid Strategies Research services made available by manufacturers Ask about those services during the exploratory call Write the product spec accordingly

*Partnering with Purchasing Department alliancedirectornetwork.com Beyond Product & Price *Exploratory Call/Process *Value added program matrix *Value added services *Partnering with Purchasing Department *How to construct an RFP *RFP Point System sample *RFP Language  *Bid Spec  

Workshop Small Group breakout Interactive dialogue led by Alliance group leader “Quick Start Guide” Info-graph shared Seek to understand “Peer Review”; what would you add/refine